Senior Global Director of Sales in COMO Hotels and Resorts

Senior Global Director of Sales - AmericasKEY MANDATE:Responsible for meeting and exceeding the budgeted revenue of the assignedgeographic market, across all properties in COMO Hotel and Resorts (CHR).To provide sales leadership, and focus team on maximising opportunities in drivingbusiness conversion within the assigned geographic market.To sustain and increase existing business accounts, as well as to develop newbusiness and revenue streams through new partnership programs.Increase awareness of brand COMO in the market place.Be commercially aware of market trends and maintain up-to-date knowledge of theeconomic, social, technological, and legal changes that impact the business.RESPONSIBILITIES:Management:• Generate an annual roadmap on strategic actions in the assigned geographicmarkets necessary to achieve and exceed the overall revenue budget.• Lead the US team in utilisation of the Cendyn Salesforce AccountManagement platform to ensure relevant sales activities are updated forweekly and monthly reporting.• Lead the team in account management, key partnerships and distribution tomove market share for CHR.• Maintain excellent working relationships with all property Sales & Marketingteams, General Managers through regular monthly sales meetings.• Provide leadership and optimise productivity in overseeing the Global Directorof Sales – Western Region and North America - to maximise productivity.• Project a positive and professional demeanour towards both customers andcolleagues alike to promote the goodwill and brand image of CHR.Sales• Manage and drive strategy for key accounts, prospects and partnershipsacross the wholesale, corporate, consortia and MICE market segments.• Develop and contribute to the development of the annual global sales plans inthe assigned geographic markets, in conjunction with VP Commercial andproperty Cluster DOSMs, to achieve revenue targets.• Capture greater market share and increase revenue through regional andglobal initiatives in conjunction with property Cluster DOSMs and sales teams.• Organize, plan and implement customer engagement activities to developnew and existing accounts i.e. webinars, product presentations, salesmissions, luxury trade shows and roadshows, maximising opportunities toensure optimum effectiveness, accountability and use of resources.• Communication of competitor information and market share analysis withinthe assigned geographic markets, ensuring any adverse effects to businessare acted upon.• Develop strong relationships with decision makers and influencers within thekey accounts & partnerships.• Develop and maintain industry supplier relations for COMO Hotels & Resorts,including airlines, industry associations, and third-party groups that may behelpful to COMO’s future development and growth.• Responsible for managing client research, prospecting sales activities andidentify sales opportunities in the assigned market place.• Execute and communicate ‘need’ period action plans in cooperation withproperty Cluster DOSMs in the creation of effective, targeted promotionalcampaigns, to drive bookings.• Represent CHR at both regional and international trade shows, exhibitionsand sales missions either as part of CHR or with selected third parties.• Ensure all COMO properties are marketed effectively within touroperators/travel agent consultants by conducting in-house reservation/product team trainings, regular updates and familiarisation trips. Ensure allkey personnel are updated on the COMO portfolio relevant to their market.• Responsible for overseeing all contract negotiations and coordination ofproposals/contracts with the property sales teams, and the annual RFP coordinationprocess within the assigned geographic market.Trade Marketing• Responsible for all brochure ‘sign-off’ of rates, information and images, inconjunction with the Cluster Director of Sales & Marketing.• Source and execute regional tactical campaigns / opportunities to benefit theCOMO properties working with property Cluster Director of Sales & Marketing,in consultation with the VP Commercial, to ensure campaigns are on-brandand relevant.Reporting• Review account development plans on a quarterly basis with US team,ensuring that every US GSO is updating sales activities in the CendynSalesforce account management platform for weekly/monthly reporting.• Prepare timely reports, feedback and data to the Director, PerformanceManagement @CHR and property Cluster Director of Sales and Marketingand GMs.• Compile and submit monthly Cendyn Salesforce activity report to Director,Performance Management @CHR• Plan, manage and control Global Sales Office’s (GSO) annual expensebudget.Personal Attributes• Extensive understanding of the regional market, distribution & tradepartnerships.• Excellent communication skills: in presentations, written and public speaking.• Strong in strategic planning, mature in leadership and timely execution.• Ability to direct collaboration among cross-functional teams including externalresources.• Ability to analyse financial data in order to make strategic and tacticaldecisions.• Strong problem-solving skills including ability to address any issue incollaboration / conflicts with others, identify and isolate potential challenges todevelop problem solving skills in the team.• Ability to work independently and in a multi-cultural or global setting.• Proven understanding of client's business and category, including businessplans, competitive environment, distribution channels, and product financials. 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